Real estate marketing

Author: William M. Shenkler [USA]
Publisher:
Publish Date: 2005-07-01
Features: This book has the following distinctive characteristics: Real Estate Marketing Skills – General rules for improving communication with potential clients, interview techniques and procedures, methods for handling the top 10 common refusals, self-management plans to increase sales, and how to prepare for completing a sale. Sales Implementation Process – How to understand real estate, how to create effective real estate advertisements, how to determine the purchasing qualification of potential clients, negotiation principles and recommended negotiation techniques; Developing Sales Organizations – Real estate salesperson performance evaluation, incentive plans to increase sales, and how to organize cross-regional sales; Technical Aspects of Sales – Selection of financing methods, technical analysis of pre-tax cash flow, understanding financial ratios, basic principles of agency retail/office buildings, and how to market slow-moving properties.
Target Audience: This book is suitable for: Real estate sales professionals for self-study; salesperson training organized by real estate sales companies or real estate agencies; faculty and students of universities and colleges for reference in real estate marketing practices.
This book compiles the most practical real estate marketing techniques in the United States, all of which are derived from the summary of practical experience. It has been reprinted three times in the U.S. and systematically introduces the most widely used real estate marketing models, methods, and tools in the U.S., divided into four parts for discussion: marketing skills, implementing sales, how to develop and grow sales organizations, and the technical aspects of sales.
"Real Estate Marketing" has been listed as a recommended reference book for real estate salesperson and broker licensing exams in multiple U.S. states, making it an extremely practical guide for the real estate marketing industry. How to quickly master marketing skills, how to respond to client refusals, how to successfully complete sales, how to effectively release real estate information, and how to improve sales performance are concerns of every real estate salesperson. For real estate sales organizations, how to manage employees, how to develop and grow sales organizations, and how to organize cross-regional services are key factors for survival in competition.